they bring in ancillary services with it or double their cataract vol-
ume with patients who want to be operated on with the latest tech-
nology. She suggests those facilities test the demand for the femto
laser in their market, without committing significant capital dollars,
by approaching an eye surgeon with the idea of renting the laser
from an outsourcing company.
Mr. Corcoran says outsourcing laser cataracts is an attractive option
for facilities without the case volume to support the purchase of a
laser platform, but who want to say, Yeah, we offer that, too. "It
requires a small financial commitment and lets you bring in the plat-
form on a case-by-case basis instead of losing patients to a competing
facility that has the technology," he explains.
From Ms. Gatton's administrator seat at an ortho-heavy center, the
femto laser is a valuable marketing tool. Multi-specialty facilities that
partner with an outsourcing firm can't ignore the potential down-
stream benefit of getting patients, any patients, into one of their ORs.
"If someone has a great experience and outcome after undergoing sur-
gery in your center, they'll talk to other potential patients, and word will
spread about the service you provide," says Ms. Gatton. "Good word of
mouth will get additional patients through the door for other surgeries
more effectively than any marketing campaign you can run."
OSM
J a n u a r y 2 0 1 7 • O U T PA T I E N TS U R G E R Y. N E T • 7 7
"Our center averages 52 laser-assisted
cases each week because the surgeons
really got onboard with the technology."